Over the past few years, there has been an evolution in the sales tactics and ways of doing business. The digital revolution has shifted the power from the hands of sales professionals to the buyer who has a lot more information, knowledge and is highly aware of the competitive offers and prices. The business scenario is constantly changing with the empowered shopper who has access to unlimited information through the media and internet.

Growing the right relationships requires time and effort. Technology will help us along the way, but no matter how personalized marketing becomes, trust will always trump the league. Customer Relationship Management Systems must have a human touch to be fully effective or they will put customers off.

The objective is to develop a customer centric mind set and insights into customer’s needs and requirements. Thus the sales personnels have to start thinking more like marketers. Today’s customers are more than ever open to attractive offers and deals based on their prior purchase patterns. With the wealth of information available online and through social media, the consumers are cautious and aware of comparing suppliers and getting the best available deals in their purchases.

Sales professionals will have to engage their buyers into generating latest innovative products and services while maximizing the benefits that customers get.

With enormous buying options and choices, the real power is in the hands of the customer. The responsibilities and importance of a sales person will be crucial as they become the voice of the customer. Planned strategies and creativity leads to profitable ventures and business to prosper.

With Global communication becoming possible with anyone anywhere, sales professionals will have to be skilled with the latest advancements in social media and various platforms for communication to interact with the customers. Effective verbal and written communication skills are the vital requirements for the businesses to take place online. Thus continuous learning, growth and development is the key to be at par with the changing times.

As we move forward to better align marketing and sales, it’s becoming clearer as to how sales teams can begin to work together smoothly. Loyal customers demand responsibility and trust from their sales people. Otherwise today’s customer takes no time to move on.

In a world where technology is taking over, it’s positive to see a new trend, whereby human interactions are becoming more important than ever in sales and marketing.